Once you have invested in and implemented the most obvious sales productivity initiatives such as sales training, enhancing your CRM system, tweaking your sales incentive plan or updating your sales collateral, how do you decide “What next?”
With so many different factors that can influence the performance of a sales organisations, one of the biggest challenges facing sales leaders is being able to confidently answer the question “what should we work on next?” Over the last 10 years we have developed and refined our approach to benchmarking the health and capability of B2B sales organisations in order to help the sales leaders to compare their organisation against a world class benchmark and pin point where they have the greatest opportunities to increase sales performance? We now have four separate, highly developed health checks or diagnostic tools: